Top 10 List for Exceptional Presales

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Mark Pearce

1:09:58

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1 - Introduction

1 - Introduction.mp4

02:10

1 - Presales-Top-10-List.pptx

2 - Lecture 2 Presales Defintion

2 - Presales Definition.mp4

05:20

3 - Lecture 3 Presales Objective

3 - Our objective is to get the technical win and become a trusted advisor.mp4

03:52

4 - 1 Customer Company and Self

4 - 1 Customer Company and Self.mp4

07:50

5 - 2 Do What You Say

5 - 2 Do What You Say.mp4

04:10

6 - 3 Listen

6 - 3 Listen.mp4

04:06

7 - 4 Manage Expectations

7 - 4 Manage Expectations.mp4

04:46

8 - 5 Come Prepared

8 - 5 Come Prepared.mp4

05:11

9 - 6 Competition

9 - 6 Competition.mp4

04:20

10 - 7 Its okay to say I dont know

10 - 7 Its okay to say I dont know.mp4

03:48

11 - 8 Be Accountable

11 - 8 Be Accountable.mp4

03:08

12 - 9 Soft Skills

12 - 9 Soft Skills.mp4

09:02

13 - 10 Customer Support Issues

13 - 10 Customer Support Issues.mp4

03:52

14 - 11 Summary

14 - 11 Summary.mp4

08:23

Description

We will discuss the art of exceptional presales and how to build rapport with customers to become a trusted advisor.

What You'll Learn?

Learn how Presales lays the groundwork for the sale to succeed.
This curriculum will help students learn a successful approach to presales.
Learn the behaviors and habits to gain and maintain trusted advisor status with peers and customers.
Tips and tricks to get the technical win and how to create credibility and trust with customers.

Who is this for?

Presales resources who are new to a presales role or those experienced resources who are looking for areas of improvements.

What You Need to Know?

Just an interest in presales.

More details

Description
In this course participants will learn about the art of exceptional presales.Â We will discuss a definition for presales along with the objective for presales resources during the sales cycle.Â We will discuss in detail the top 10 things we need to keep in mind as we interact with customers. Â From our top priorities during every sales cycle, how to ensure we follow up on promises, how to manage expectations, the importance of active listening, the things we need to prepare for meetings, how to compete with integrity, how to admit we don't know everything, being aware of the gaps in our soft skills, and how to use customer satisfaction issues to our advantage.
These are proven techniques, behaviors, habits and ways of conducting ourselves as we interact with internal and external customers.Â It's about your brand. Â It's about your reputation.Â A career in presales can be rewarding and profitable with the right attitude, approach, skills, habits and tools in your toolbox.Â It's about being a team player and sharing with your team mates as you learn along the way and also being able to ask for help when you need it.Â We will discuss the different ways to always put our best foot forward and leave a lasting impression on customers, partners, peers and leadership within your organization.
Who this course is for:
Presales resources who are new to a presales role or those experienced resources who are looking for areas of improvements.

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Sales Skills

Mark Pearce

Instructor's Courses

I am a Systems Engineer with a passion for technology. I enjoy designing technical solutions in an attempt to meet the unique requirements of my customers. My favorite part is presenting solutions or product updates especially on the whiteboard. I like drawing and solving problems so when I get to combine the two together - it's fun. I have been in presales for 16 years now and it has been a fun and rewarding field. I would like to share what I've learned as a presales specialist over the years.

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